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hi everyone thank you so much for joining the webinar today we'll be talking about building a sales funnel for 10x growth I am funny by the way I'm the one who sends you all those emails so thank you for joining us this afternoon it's been a while since we had a sales webinar so I'm glad we're back with one so what are we going to talk about today it's all about the sales funnel and how you can build the perfect one for 10x growth and to take you through that is hit a smooth money so he's many things he is the CEO at skillopedia he is a social and digital media marketing trainer and also visiting faculty yet I am Bangalore before I hand it over to him here's just a message for the audience today please feel free to ask your questions there's a question tab where you can ask your questions or if you just want to say hi we're gonna listen so he finished over to you please do share a few lines about yourself and take the session forward thanks guys for joining just to give you a perspective about me I am I'm a digital marketing trainer I'm also a sea of company called skillopedia where we can touch some of the biggest brands in the country and guess he helped Aboriginal marketing back up so we're not one of those guys who interviewed projects the effects was kinda just predicts for some of the biggest brands in the country today so today very quickly what you're going to do is I'm going to share with you some examples on how can you build a perfect sales funnel and you know how digital probably get your each generation you know to next level also in case if you in case you want again tag me on Twitter and great Christian sink or an Instagram application for Donnie then you know take on additional some here you know to do that absolutely okay with it so let's they've started you know so essentially now let me just first of all go very pop quiz tell me how much you owe me here you think that you're good at sales just type yes or no if you know good at sales type yes it is you're not just I don't know so I see we're already getting some answers Tony said yes shabbir says yes Abhishek says yeah hi okay hi I'm shake vishal says no with three exclamation marks note says no Maggie says hi hi Kelly nice anyone else out I would like to answer the question okay so Bridget says no anyone else oh we can you repeat the question everybody here see none of them like sales and whenever he feels yeah so um people aren't show act she says not sure yet Kalyani says not to tony says he loves sales he says I love sales nice that's it maybe can you people know to be very savvy all of us are very good at sales right from childhood the facts sakes is one thing that we've been doing right some right from start so by doing business people have only one single objective even in these sales and they want to get more customers that's about it and the winning sales since ages right from the start of finally being doing sales so just to give you a perspective when you were born and the baby the first thing that you did you cry we put them on that hey I need food what is that and say this even when you make him a bit bigger you know when you started negotiating with your father that if any 80% my exam you give me your bicycle can you give me a hoodie can you give me a Barbie doll whatever it is given that sailors in fact when you go for your first job you what are you trying to do with people you're trying to sell yourself right thing that I am the better guy and I'm better than anybody else in this breaker room right now and when you waters a nice day we're trying to again you in trying to sell yourself saying that I'm the best guy you have so the very fact we'll be selling like some start when you like you don't like it see all on on sales people all right let me ask you a tough question now when is he a beautiful girl letting a beautiful dress coming towards you or anything what is she doing she said or not selling what do you think okay another question for our audience here today what do you think she's doing please type your answers here on the question that she's saying yes okay you can she's studying or not sitting she's telling yourself you couldn't do it okay sighs being safe she's my thing okay okay okay okay technically no I don't want the seminar which is why she doesn't sex is not sales technically this is marketing right so what's that dysentery marketing in sales so marketing is something that you go to the customers but customer come towards you and selling is move one-on-one we go to the customers and we cover them you're fine I tell you you know that how do we start building a sales funnel we need to understand that you know in any organization we need to start keeping up a little marketing and sales lot and people are confused that okay should I go for marketing you should I know sales so what is sales technically safe is talking one-on-one is for talking to a single individual they right there and marketing is talking to many people saves all about closing deals Marty what's finding people who are likely to reduce use sales technically people-oriented or this profit oriented and marketing is people oriented does in sales dollars you get profits and marketing you look at profits will you get how much keep lying in a track how much ever in a second period so there should be a fine balance in English to freaking succeed in your sales funnel kind of market strategies but they all both are part of the same team that's revenue so essentially if you really want to do something you have to work together if they don't then we just shut the battled if you're fighting so I'm sure your organization's you must have seen that you know not being a sales will never go along pretty well and as our discussants between both of them so now how do you align both of them together and what we do online marketing and sales so first thing is that you understand that what a morning what is the sales function so when you see a funnel funnel has three parts you can just top of the funnel middle of the Sunderland whatever the son I'm sure he would have gone through this flight like 100 times right some of human sales have seen this many times so if we are able to understand that how do we divide marketing responsibilities we will be able to answer this question effectively so you talk with the funnel which is essentially about getting visitors and turning them into leaves in the marketing function marketing does whatever it is possible to get visitors to our website get visitors to your landing page get visitors in the physical store and your job is to convert them into music give you that's purely a marketing function but screaming of the heat and qualifying them to sell is that you here John responsibility which is their marketing and sales have could come together oh it doesn't and largely is clothing me and luring people with certain you know irresistible offers is the Stingers function so first thing is to get very clear with this your top of the funnel is marketing function middle of the funnel is cleaning and consign it is a shared responsibility and closing it's a sales function once we divide the response is pretty well things become easier than an organization so far does it make sense yes yes just a quick yes on chat box so that I understand that you know so far you can even try to say okay so let's go further let us understand that hardening plan our entire marketing how do you create a digital same stood up for us so just a very very digital roadmap is the first thing before we start let me try to get some here oh you're correct so certain basically have a season mark things like is you know marketing is magic you know but not really marketing is not magic don't expect results overnight you have to plan your market strategy freedom and to get there for example you know you know we complete the marketing is not able to give us better leads probably we not able to tell them customer da it's a sales responsibility to tell them what our customers - where did they belong what is the behavior what they don't do what they do for example if I'm consulting a company who's selling real estate plans saying the notion in real estate property now normally marketing will do a generate target it will target every week I've been lucky but that's not the case I need some qualifiers so that I get a little bit qualifying heats now how can we do that so probably when I need the salesperson when I meet my customers I notice that and we cancel on the phone the things I notice the kind of Carl in the garden they have I know I kind of know this is a looming if I understand all of these factors and if a possible ways to my marketing team my marketing be able to target your customers respectively so it costs might government but then I get relevant qualified leaves second thing is when you do your sales roadmap or your marketing planning or subtle building it requires a lot of planning you could plan our marketing pretty well then third thing is it has to be updated between the strings I mean with one particular strategy would not work on all the brands together there always be something new which is coming up you know this child pods are not a lot of people actually use chamber stupid leads right so if you learn about you take you should be aware about what's coming in you and premiere try experimenting with that and largely is it requires a lot of creativity as well to quintuple right column and it's most importantly its focus you know you have to be focused and you have to be consistent it's not like okay 1 1 we did pretty well a second month we shot relaxing not really you know we have to basically talk from the perspective of being consistent and ultimately focus on our objective in a final goal so let's begin you know step by step you know like how do we start building a marketing sales funnel and one more team to remember that it's not about building you know is ultimately when we start doing the fun will be charged in the marketing plan it's all about building it's all about building trust not about just people not about ads it's not about just ok should understand it you nice it's not ready so now how do you Naxos are you professor good man the first unity warned if if to identify a clear business objective identified objecting things in detail don't worry about it second thing is you can research pretty well on your customers also my life's composition what are competitions to me when are they hanging out what are their strategies next if to identify challenges what a challenge a security facing and what can be you know unforeseen challenges as well also if we find out the target audience very clearly don't find out our audience clearly that's where how things go wrong also after deciding about aging also decide appropriate digital channel for offline channels to build my sales funnel and then ultimately make my content and came to strategy or sales handbook in order but he execute and lastly is analyze follow-up and review these are the steps that you basically do when building a sales funnel now let's go on these steps step by step the first thing that we want to move is by building a good nervous get a very clear about an objective now people think objectives about awareness traffic driving sales conversion etcetera but I see this object is a cue the stick for example that I will say I need to close 30 customers every month pay me at least two lakh rupees per month that is one objective that is my goal so have a very specific and measurable task which you can achieve in the end because if you start just singing objectives to increase sales jitters increase brand events it doesn't move that way let's take it a new business you're absolutely new and people do not know about you so what do you do you can't straightaway jump into same thing this is a I need to reach out to at least 10,000 equals of anyone telling them about the product in the copy already 2000 people whatever they will react would a 1000 will react to it I might be amenable to close at least 2030 sales whatever it is so if it has to be extremely measurable but you have to choose one objective at one time let's think of making an Italian igner see if you can start off with saying that the streamers I'm going to focus on on the pending awareness the next team what I'm gonna focus people and getting free product trials and in getting them to kind of know more about me in the last treatment will be ultimately converting there and ultimately you know telling them more about case of me to be dragged will be to read the same takes a lot of time you know and we do brand sales doesn't happen overnight the sales cycle who knew six months now but then a fancy G prime or it's a brand like a hotel or so we very very quick in that case you would want to you know your entire cycle in your bit shorter right the whole can make sense the first step is understanding objective the second step is if the also admission one objectives are not suppose the people's plan the digital strategy you know the only say that I want I want one rack likes you know I want to get so many ways so many visitors I'm about to get so many you know CPR that's not objective objective ultimately is that what do you want to achieve as I stately right now next step is seen research now the question is how do you do research and ready the research from the first step is you probably even if it were to pass D tau availability should be no any some Catholic for a very long time look at your past it off and a checker computed when you get to see the checkerboard you can take that leads to come be to a customer just on that you could look like target so customer is is where I can physically target my existing customers I can look through the data on the Facebook or England and I can just show her so existing customers only look alike is but I don't actually you know target my existing customers and DQ's leads and I get customers similar to them this is a similar customer could make exact same customers second thing is you might want to want to check your phone interview clients but once city people need them what do you them you know because you feel to be there you know and if you understand what they do that loads or Henry so sometimes physical attraction actually helps you know so the more sitting interact with them the way you know about the moment editors you may also want to look at something called as you know third-party research to the digital called online reputation management in the connected science we can see sort of other views in the market is where you can assign you know who's these foods to listen customers SME suggest taking your perspective you know when I was consulting and too much Iranian kiboshed we used to look at the data of all the people speaking about a particular issue when we did that we analyzed which of the movements and she made a positive impact they took that data many next time we actually increased the rule of that bridger can that particular character in the previous show and that's led to more drag good good diamonds in the show that's the sales for an Amiga the same thing for example if I see that when I'm selling up front up I see that I'm credit dominique people from 18 to 35 so another medina but see I already did I find out ok only people who have 25 or 30 admin majority is my custom 80% of my sales come from 25 to 20 then I can eat that data point and I can just run a specific campaign on that data set itself so it all if it weren't enough 80 testing you know so the one you mean testing you do little better it is the more insight you get on your customers and ingly you lose more sales better the third step is you deter analyzing competition so ionising competition they will do so the most crucial things today when you Bridget already do any sales funds the first thing is looking over the ocean again animals look what they are doing follow them very closely if you look analyze a girl's body go tide pools in which you can analyze any changes made in the customers website on your competitions website and you can check that thing and you can improve it improve your copy improve your creatives improve your sales Patil ingly and you know symbol you can find out who the mystery shopping by the way that's a good idea you basically go to the customers you could your competitions and don't pretend has convinced competition written as IC is a customer though they meet them and try to close you know sales over there or in some time to the new kind of a setup alerts only name you or a tool over these things for a nice competition is initiative actually will help you to understand what is merchants of them and what is not working for them so the other gg-go tax are you know probably look at who the agency is this is a black hat you know but either agency is or the agency for a pitch at your end probably you soon give you some things that you've never come horn about the competition's that okay it should be given a lot of time for device it should be a stylist the next is you identified challenges and each other the first tip to start off with is you can look at the challenges in the product net what's happening in the product and what's gonna have to be the product that second thing is analyze what is the best to you and what is not best for you so there's something which you're getting that is something you commissioned for that look at what you're good at wouldn't what you're not to that third step is you have to basically make a plan showcasing yourself better than finish to some kind of scene and websites or if evolution people actually openly say and have a comparison chart saying this is me what is my competition and how I am even competition is it right so if I can go check our website so stupid yeah check out they've given the same thing so it's probably don't wanna name competition put it in two months you can just say this is me you know who have said expiry thinks okay and these are other institutions who say it's finally clicks so basically you know naming them it just even if other institutions or other cleaners or other competitions market and you can hire it's a USP was a step think it is a very good idea also prepare your potential s accused because when people start asking your questions you need to prepare potential frequently asked questions with any help you to do any butter it also has sales people who rebuttals as well and ultimately is in practice and you close so basically it's to keep on fetching is to keep on practicing your sales pitch we like an elevator pitch practice how do those sales not mean he closed them the next is in order to define our target audience what eg is what a teacher does so basically so that need the file or Sona so let's take for example if I have to you know sell of car okay I need to understand that what forests like sauerkraut your systems like so it's time to make a move you how many segments are on it is it you know a segment or assuming this is a plus C CB is a CC plus we don't we do all of that stuff but we shouldn't do that this is a point with one of these things rather than that I don't actually say okay remind PG this guy mr. Shah he is staying in Mumbai innovation Bandra his annual said is about 40 lakhs but I knew he had to basically he has a big family currently spend the maginot but him looking for a bigger car drinking water Sandhya it is not adding a new family but honestly it is my DG so why do i make a persona that is actually have seen visualize it and nobody a car has not an individual decision it's a family decision it's apart from him his son is mother and wife they were never say anything you buy only any Havana product right so we start making some buyer personas so by impersonating me give it up for example if some of you separate are quietly having multiple personas as well so there are many different personas only you know what he can do is you can divide them target audience is taken to target audience so when you're pg is mr. Shah but secondly DG is a spatula that I want to show off moist throughout and he's basically you so I can make primary ásecondá DG is there now next is of after deciding that eg I need to decide on the appropriate business channel so basically what I have to do is Ari - I think it just out over the channels the first thing you do when you tell me the marketing campaigns then when Jordan people suck is he having a group next ID or a landing page it suppose when you have a landing big problem with they've tried a flood of everything on the landing page which is again draw the restrictor examples remember guitar manufacturer and I want to sell a push to get down on people but one is enough posting to talk to people people search for clues to Qatar and and I was sending a push stick electronic both so when they come to my side and try to send them both the detox which is the norm if we searching for acoustic guitar only show them acoustic guitar don't show them anything else which is why I make a very specific landing page don't make a landing page which is too generic okay the person doesn't make any sense then often I basically what we do is you know virtually make a website make a make a good landing page let me help you second thing is butter for offline ads SEO on a cm to decide on organic in strategy needed a budget I get activity you know get influenced others get implication and then talk about him that money product last for long enough perspective start winning or contact start reading with search engine optimization just me help you who ninety websites or God and lusty is really those who basically have a lead strategies that you might have some budget it gives you an image results you want image it leads coming early so you lose on search engine marketing also you know you might also want to do some social media marketing is better to be working today is anything my personal favorite only lead generation campaigns don't do anything and do a lot of any testing you know so I put signature arguing campaigning I do a lot of ami testing so I thought basically you know in his do not you know short of our target audiences try to remove the see different ads on different set of target audiences two different copies listing for example if I haven't said my digital marketing program to equal and Michigan target students might happen is correct but when messaging over there was about you know do you wish to make ROI of digital marketing I'm going to do that you think people will have a co-ed extra will get ahead to it well not really because students can connect to our why so what targeting was right but the problem is my messaging was wrong she need to work on the both the messaging and target me much combined right but for I was working professionals like tell them that they can be a big career in digital marketing they would like to read them but they would want to basically get it and they wanna they want to see that are keeping our why so we need to get the right message and the right AG to make SEM and SEO successful and lastly is you look at on the shine of email marketing acts loss webinars ebooks these are all they do taxi let me help you be scalable business much better so something you do we also give could be on the air on all platforms not really you'll be on absolute platform do things correctly once you master it then you know the platforms have any sense terminal till now if you liking it in switching that everything is being sent just try thumbs up on the chat box so I know that okay you know whatever I'm in saying so far no I'm actually making sense over here right this when it comes up on chat box and that he knew exactly that whatever is happening happened right really thank you thank you so much all right next let's go next now after this you need to make something qualitative and quantitative interval sales always make a sales pitch maximum phones do PD because they do not need a sales pitch because to see you send your product and you in the kind of passion that you bring on table not everyone will be on the same set of passion remember that I send a product to be I'll talk to my customers movie its wing talk to my customer the same way which is why all your sales team Fergus sales people have to have a single sales pitch but apart from sales spit it out of anybody near enough question people ask which is finally in a cheat sheet and we need a handbook so you know basically get a cheat sheet in a handbook as well so you need a cheat sheet of the motion question sauce and I had to take a rule saying you know you cannot go below this prime neck this is Victor is a big effect these are you think so because good handbook then people can actually code and they can actually move about right and also you can go to the deciding your brand color scheme so plan to run and you provide an image content style it has to align with the owner friend of check your spam you don't make all of these things thickness to practically brandy and sales have to come by to do and lastly is while executing the project you have to execute very much done let's get going bottom reason when you start diving when you start jumping you know that's neolution who the real problems are see it when planning on your problem why don't we start at that point in time but later on you will be able to actually solve a system to be easily the project but our physique you think don't forget to enlighten so you know sure I am begging and improving your things so example you need to check it what work or didn't look what didn't work chalk it but let's go connects Munna right so since I'm not analyzing it not an informant sake jumping of the truth okay always analyze only still or you can improve in last thing is in a way do all of these things condition objective and this is how you make a successful sales man no way quickly ever customer touch upon high regenerate needs quitting what are some of the quick tips that he can do for children heats this is a very important part so I've learned to paint own denote so one of the paid weights generate heaters you can get ebooks in your webinars move with AdWords in this regard bit of investment then you need to be kinky looks either make eleven even video Google and then you know basically start you know generating leads away but then there's some other than the order medium which is the freebies you get shot with SEO but excuse it but long term it's not short term if you're talking influencer marketing see it shot up so things and influencers to a part of it there today we'll talk about it or not you know do some digital PR activity you can I show you some digital PR so on the people also gonna do some something code has content restriction what's it so sends out me put a blog a website you need a blog on your website and you don't check the entire article you should a half the article over the entire article give me an email address you restrict your content first she's interested is fastly in the address so you can read the entire article itself because if you do a newsletter user again is a very important you know feature of Enoch because people love to see more content like author George laughing you know some servings in acid some feedback no competition three P's about its energy generate leads from there as well making a DVD so what happen is this is a protracting order that he uses is made money it's going to take a strategy all right so we should want a traditional some hot spot awareness interest desire and action but we don't use other stuff use it take a strategy let's take up the first deal in think upstairs of trust so the first activity just barely we need to start building trust from the people the honeybee trust how did you get in so we had the people trust me he's talking in me needs but then 100 to generate trust I need to go a lot of content marketing I'm gonna do with all social media transom paid campaigns this'll be our adopted when I do all of these things every single thing is they would build trust from a brand once the trust to spend one thing that's a read it they become a prospect but these prospects are good guys when Tony interesting offer up something to engage them for though I didn't get them to a landing page we become to give them some moon even get engaged I'm still in the sea goons you know inside buildings rush slowly and steadily in their mind and eventually I want to convert so what are you voting I need to basically convert them by getting the sales page of Regan citation from because of trust site so there were four or five star rating so then how many people have bought the product Judith will you seen the testing units but it won't have stuff I able to convert the prospect into a client and I be a guess money for them but the maximum time you stop on walking over here this shouldn't stop a marketing organization will one step further and ultimately retain them in make them and advocates so involvement some advocacy program and Auntie program get a little some the people Jesus and - man you know I started doing that's how I dependency was fun this is my safe server guys all right so just to be cheeky summarize antagonist strategic level what do you mean in target customers so Facebook Twitter each ownership getting each the mutant is all strategy contents transition information in order but he'll close them but by creating battering sales reviews testimonials muscle feedback offers gives a fungus so if I have to also combine my traditional song you can move funnel it has to be combined my you know all the digital walk into your often this is what it would be understated touch page I will use often the TR radio of one of mouth etc and the online world is one man I do not even people decathletes but then you drive it to consider a product I mean basically you know show the conservation by the news applause previous and another driving to purchase it you might think Oh chief I need to tell them that he might become too much toy why didn't he come for sex I'd recommend a fantastic another but he beautiful reading them shouldn't the monospace epidemic Americans because some you know concrete tips which will come you can use while you know you actually do your mark so hope I hope that this means this make some sense in guys all right and now I take some questions if you want if you got some questions audience today it's open for questions if you have any questions please to ask them now some of you been asking about the recording yes he'll be sent to you don't worry about that I can actually tell you Tony had said something about if you could talk in terms of hotel Ceylon so I believe that he's probably in the hotel industry so if you could share some light on that okay so as soon as eleven video review or you just share about about their on Facebook or Twitter between the five percent well you should even about TripAdvisor you did under five percent off super vegan has this small firm techniques so to let you hold both spreads among your audiences okay what you can do is you can for me to a cross promotion you'll actually go that you know you can actually go that other people other cache materials and for me give them anybody who purchases all those 5,000 10,000 rupees gives them a hotel voucher and get them a 20 20 percent off and take your clothes for them so in any how are you cooking in your head you give them across the ocean about you with them it's just something that we can use also in case you want to look for hotel websites there are tips in order websites what people do is they play of curiosity think maybe the key you know people actually in that if you use a piece of rafinha whatever looking now you retarget them bigger than that because you've seen it you've got 24 hours and if you take an action now you can MSN double use this because what we think you would or buy some a lot of sitting back against a website websites his price this is what it is so they give another good strategy media formats yeah obviously 10 people I can see that quite a few questions okay one asking each make connection on LinkedIn but there's the communication there's a communication okay so Johnny's a translation was very effect if you busy add something LinkedIn you start building on content content 50n so ultimately everything revolves around its a shared expertise with people right because if you portray ourselves and we either in working on the stream water I don't know what in the Shivan got see yourself as a meeting that industry you just choose authority over there so when you start providing value to people you think of a violent and I keep on adding digital tips okay dinner service series on 30 days in 30 social media tips I said people starts following you and then beepers wanna know more about it you're curious this office should be arises you definitely company okay David is asking please could you share some some light on software licensing sales when they read on software licensing is actually usually competitive space so one of the things that you can do probably you need to first of all find highly qualified leaves second thing is target the top most of the prescribed in the organization because you know knowing software licenses did a very suiting upon the city would be no collar saluting problem until you start communicating to people at the low around there is a lot of time we didn't communicate back up there then impactful presentation like uses of my presentation lessers you know the substation or a pickle right you didn't go there and you start start finding the relevant audiences by doing some you know B 2 B II generation campaigns try to link them by custom audiences try to remarket will come to your website chat bots you know so probably try to do some you some chatbox and young people to be educated or foreign ultimately you know a silly authorizes you needed them but I don't mean exclusive because appetite for licensing what I've seen is use it and you need some criteria we see here we come hopefully cooperate you can be putting more software you know use the oneplus strategy means currently rely on using information relies on new generation okay he are not feeling you know so the idea is you BCT you intend but also try to do some other mediums as well it's always good to a be cash if you any cash more you can quickly and because we couldn't find him for immunity from you try Cora what are the very good tracks off you even so David you know should I call the Quran every action platform which you can use try to use search engine ads know that okay Linden might be sad to see but just might affect this way or Brandon fields the press the new way the chronic at least three mediums chest - - that's what everyone here does okay then whatever the questions asked so now we'll the same approach and applying selling services man yeah could create an absolutely no show me and sorry we currents beeper you can always put in the chat box whatever you want to say when I shake not exactly price effective looking a part of the price is your quality its way you communicate the kind of nanny that you provided to people they're also really affects your bookings as well so far I just thought about software do you same thing for any accounting software since when were tons of the very competitive space a lot of players continue there so you do probably make things seamless we're gonna try something some integrations with the GST software or some other tools like tally or something that will basically make your software seamless now ultimately the put up quality if you look at some data visualization as well so everything that one of the product you have to be good product with the awful once you practice powerful selling becomes quite easy well its thing about solution selling having you have a new question a bit more I'm not able to get what kind of solution sending you honest now a depression a bit more okay this fine asking if my if mental ecosphere idea the given is good for is 60 how can I justify the price if the client say all three companies each other venison swim in the same for the software product company we're in the small if she depends on the client would like you just a king do then there are lot of peach lot of players in the market for studying similar services some at premium cement cheating friends you need to differentiate it's not about the pricing it's about the easy so what the customers process would get our backups you're sharing something that is better than the competition's if everything is the same in Atlanta saying about this and probably need to revamp will product service sales for Melissa product common but it gives me what some better offering then you probably highlighted offering in a better way you don't tell people about it offering in the middle be you tell them that what is it use in the inter what is the detached over somebody else that could be used with this loss right which is why your pressure to bring you about your cloud technology software will be something that is different of you there's somebody else so try to focus on that okay commissioning what let's provide a service is increasing so englishmen advising is you know example like you do create you see moments untouched or anything the marketers down it's a good moment for people to invest right so at the movements when you start doing things first always provide value first and then said what happened these people sells first and then provide dining you could at some point you tell them that hey you know what 2011 the market crash the market recovery warehouse fear the same thing right now you know something you should be shaking the opportunity over here and you should ultimately start becoming an authority in the englishman advise anything so you start providing tips which are providing people advice and do some free webinars do all of these things to do trust one simple rush engagement in sales happens after that right the same takashi energy which I used in my presentation random is asking where to make with this land of learning clip with this new purchase option or gate we have full repair which is options there where ideally it should be a good option with a lease form in the end of purchase options but the chance is now people don't purchase in the first instance the people there isn't even selling a lead form once it'll have the lead form tell them about it the other water tables not go and they never move so the team that's what we will do money that we should inform only meaning believe it is when I'm gonna be flawless diamond for much you know only meaning it is a plan depending it so idea is to keep on reciting your list when you have an email list in place always you know refine your email list by keeping the high heat issue separately and the coldest temperature whatever bonus you have you keep on got me cutting them and you probably heard through them either by giving some something valuable to them like an e-book menu content restriction or I you know something that will be giving the Google email a gentle reminder by saying also I definitely mean using that hey you know I would like 18 of the list it is not interested please reply is not interested or if you don't reply within 48 hours will remove you off the list there's also sign you know so all these have you know a list which is warm enough it's a point in putting this last one early news deepening in of our ideas CMS about adjustable to that market access for interior designer who build and building company well agenda so you know I think Instagram and Facebook works pretty well try these two mediums actually pretty good so you can try to move these balloons to whom she shares what he saying what are the key aspects to consume I'll call this I believe so he has a file qualified the leaders dead intend to purchase the disposable income you know and the kind of these questions they're asking sometimes people ask intelligent questions to us is you can judge these guys in the insertion he's one of these original but something is talking back you know which I would actually use for qualified you need brand really common is saying visa tries on Bianchi marketing sales so yard in poverty you know it's actually to be a lot of challenges there are not coming in come on but the thing is when reality is it's about you know it's about building an aspirational bunny or the two things it's returning investors of combines if you have any investors providing an incremental value talking numbers if you're targeting first home buyers then put the target demographics ragged by this woman's address please stay for we some people also you learn and masculine distress as well so that any specific rule tag that you have seen would be two es any space whenever the middle for that array is chatbots from you try that for me you don't say use you know custom targeting so sometimes what people do is they get them to participate they take out of details and then target the custom audiences back usual do that is where do you think it causes an immense ease okay so another edge a fanatic Opera House and even sees for Tyrion is ining then in that case you might want to use LinkedIn as well if I get a good class on screen and also probably you know you talk me into some events like so I haven't I saw monkey with those virtual event Mike Waluigi thousand people across the world you know that's a good way to okay move that actually model basically is some tips you got it tipsy tell the invitees Mike's important to you know refurbishment of the of the fair office and RT because gonna be faces better out in a positive environment call that remark atmosphere try to clear them with these things and you know keep on developing content then keep on developing sailors well the only I not have good kind looking for outsourcing products probably you know because of somebody else that's not that's what one of my core expertise will producing the flow is already enough occurrence will produce his promotion we have a long decision in second but exists at no but only those types can give us volumes you know business heart isn't just tracking this well deep in that case you might want to basically keep an offer for me if not wound the price within some value adds in the delici basically purchasing this time you will get this and wisely won't get this this will actually help them to take a decision faster whether other ways either management in entire teens try to only speak in the top management in your company divided Salesforce let me one time below you talk to the mid-level management and the ago specialist to the senior most person there's no point ruining it through the bottom and then going on top you know that's what I've seen even as close and you see size of the b2b always they should never give any companies and and nor at Lisbon the lower rung at your end speech together over on mid-level at your hands feel they're better level it is you are seeing somebody only managed to get things moving faster I think is quickly to your talk when I spend about software businesses well sign is the same thing Adam the engineering emails of mean square land primary mercury so I need that person is your body that's your question over here you've got some good tips on this trip you know I do not use any images try to misty use plain text in yourself that interestingness hand opening box Jenny the wife just an email telling to manually Google in most of them you give them some value are again anonymity get more than they're going to open it even when you offer it was awesome you might get some guru rates is that where is pretty lot much a good and what's this shining in the state let us not go to be shake then know anything edges there is a price point on some of the factors I've got a big sign my parents are pretty great you should first work at the product because with other product you cannot sell this what might believe this well Sean is asking is in press setting a solution sending you see a sandwich trying to the solution center well yeah there's a different introduction again solution setting you know the thing men's products selling here is that you saw with English in the products first solutions are quite easy because there's nothing tangible out there solution is much better solution requires didn't require any device requires more in a service level product service and product both my done a lot that's it doesn't mean you know both of them so it just trying solutions and is all these get the best guy to speak with the person and ultimately have some very very tangible offerings for solution you're offering and have a very clear differentiation whatever you do always have differentiation done is something that even actually you know the competition I've never thought of and if the combustion copies your thing again out with something else that's what you do for solution set well I'm gonna basically polka I don't want to once any best here and pull out here sweetie asked me you know she want the best person for this okay research out there in the search for you know which is the best marketing leadership platform software company LinkedIn funny that personally went and Virginia marketing Google as is that I'm not saying you tried training buyer persona but you see very few answers to me offenders conclusions shall be cool with any reporting option well yes you can consider the wording of the person or you can just do an observation skillful River customers are just just observe them okay and you'll be given by personals living the behavior it's actually don't ask them directly you make it sound like questionnaire questionnaire talking the casual even admission worker by Orson Welles well maybe does a tough on how do you whatever solution divorce is really tough but we became product you know as compact as iOS rapidly and I wouldn't product item based I am go to see you sky I will know how do you clean this I will have word strategy be simple you can shine include something called eyes right keyword strategy in your keyword right and basically freeze match an exact match that's actually help you to get your you know your Google Ads much kind of avoid not much easily so when you start in a campaign each plot match initially but after some time start to be exact and freeze match it'll be not really caution you need more quality needs what are the criteria for a software designer who's interested to work for us okay it's a serious question come shake so sure the told you have a bit further product we get a question I think you know there's no questions it's very simple strategy not really su is never be paid SEO is always free but try to get a better ratio got something for you that actually help you you don't matter yeah when it's not dead David but the cold calling is not an effective William to reach out to people anymore so lot of a of time where to get qualified leads and then start selling them okay so I'll open a football in a few days and I hope that you enjoy today you know times are finished questions very intelligent questions I enjoyed the shaping what's you you know Justin you reach out to me you know ways you know chat with me on vision sing on Twitter but on each other in Twitter on Facebook you know and yeah well it's an edit video question you having a question a bit more thanks ESPO well into this it is more money just search for me you find it okay visit faculty I am banker and CEO skillopedia you'll find me on linux maybe you could just move to the cover slide of your tag because the way to reach you is available right there yeah thank you so much guys we will make them Sonya on that then what is to be done so in that is in case Sonya you know to be very fine sometimes don't like to sing to me they don't want us you know they were annexed a who do many business so if basically if the Cuban threshold in your company see that okay if you followed up more than six to seven times that's when we stop it and then you just keep on sending them a soft email already call them when did you come innovating time relativity otherwise is a tracking tool it is an email there's a lot of tracking tools which individual email so you can also know from there as better than catchments hopefully we may go through you all right then basically in case you know if the customer is basically still you know not memorize the word I finally give you a last offering that here you know what if you put a few basic legal purchases like this date just make a condition this week the thing is between Illinois and then you have to look at the same title again you know so you have to do one of these three things who can give customers attention otherwise the best fit proves again my addition on which peak to the top bosses yes every day of the speak to the top line on us so in some inside and a combination hands that's what you need [Music] yeah I don't see any more questions I thank you so much for a very very comprehensive session I'll just like to add two points there the people who are asking about the CRM tool so obviously I work for lead squared elite squad webinar so I'm gonna I'm gonna root for lead squared here give it a shot you have a 14-day free trial so try it and see if it suits your needs coming to the email question so I'll share a list of helpful tips with you in terms new this is technical by the way technical tips that will help you that will ensure that your emails don't land in the spam folder he teach any closing lines from you [Music] awesome perfect thank you so much he fish we had a great session today and so glad to have you with us today thank you thank you so much money - thank you great Thank You audience thanks for staying around and everyone have a good weekend and also yes just before we leave those who were asking for the recording and the deck that will be sent to you early next week all right thank you so much bye bye bye